-------- Forwarded Message --------
| Subject: | Notes for today's script writing webinar + everything you need to know abou class today |
|---|---|
| Date: | Sun, 13 Dec 2015 11:09:41 -0500 (EST) |
| From: | Eric@ericlofholm.com |
| To: | stevescott@techacq.com |
Dear Steve,
You are registered for the Script Writing Webinar today from 9-4 pm pacific.
Here is everything you need to know about class today.
This is the Facebook group we will be using if you want to interact on Facebook during class.
https://www.facebook.com/groups/ELIsaleschampion/
This is the Twitter page we are using if you want to interact on Twitter
http://twubs.com/EricLofholmSystem
These are the login instructions.
To join the webinar go to: www.joinwebinar.com
Enter Webinar ID: 133-490-635 and your email
To listen over the phone dial: (914) 614-3221 Access Code: 958-855-081
You will be writing 2 scripts in class today. These are the notes we will be going over in class.
Have a great session with me today!
Appointment Setting
Your outcome when you set an appointment is to set an appointment. It is not to sell a product or service.
There is a teeter-totter in the mind of your prospect. On one side is time and on the other side is value
The basic premise is you are asking the prospect for their time. You must show them the value they are going to receive for giving you there time.
My definition of an appointment is anytime you can get your message in front of your prospect where they can make a buying decision.
I book the following type of appointments:
- 1:1 phone
- 1:1 face to face
- Coffee meetings
- Webinars
- Conference calls
- Front of the room speaking
- Get people in front of my videos
- Emails where there is an offer
Niche appointments
You don't have to call it an appointment
Free 2016 planning coaching session
Free script critique
Free seminar
Where you are inviting make it special
The benefits of the appointment are different than the benefits of your product or service. Consider communicating some of the following benefits.
- Fun
- Networking
- Get your questions answered
- You will learn great ideas/I will share with you great ideas
- You will understand how I can help you
- I will share with you what other properties have sold for in the area
- There is nothing to buy (use only if you are doing a 2 call close)
- We are having a great speaker
- Communicate possibilities
- Health possibilities
- Wealth possibilities
- ______ possibilities
This is the basic structure I use when booking an appointment.
- This is who I am.
- This is why I am calling.
- This is what I would like to do.
- Would you like to do it?
When booking an appointment you need to close it. Here are some final, final closes.
How do you feel about scheduling an appointment?
I am open on Tuesday or Wednesday at 4. What would work best for you?
I would like to pop in for a few minutes next week to share a quick idea with you. Does that work for you?
Would you like to schedule an appointment?
Let's have coffee. I am buying.
Sample Appointment
Who would I speak with in regards to being a guest speaker at your office?
You would need to speak with ____?
Can you transfer me please?
Hi this is _____
Hi ____, how are you today? Let them respond.
This is Eric Lofholm. I am the president of Eric Lofholm International. We are a Rocklin based sales training firm. The reason for the call today is I am teaching a 1 day sales mastery seminar in your area. Because of that event I am coming to offices like yours and doing 30-45 minute complimentary sales trainings on the topic of your choice.
Popular topics are Time Management, How to Close, and How to Set Unlimited Appointments.
How do you feel about me being a guest speaker at one of your upcoming sales meetings?
Sample Email
Subject: Sales Training Info from Eric Lofholm
Hi _______,
It was great speaking with you today. Here is the information about the free, motivational workshop we are offering.
Here is a link to a webpage where our founder, Eric Lofholm explains how it works on a short video. To watch the video go to http://saleschampion.com/go/freetraining/
We are offering you and your sales team a 30 to 45 minute customized sales training on the topic of your choice.
Popular topics include:
1. How to Close
2. The Mindset of a Sales Champion
3. How to Generate Unlimited Referrals
4. How to Sell in the New Economy
5. How to Set and Achieve your Goals
The benefit to you is:
1. Your team will receive a motivational, professional sales training from an Eric Lofholm Trainer.
2. Everyone in the meeting will get a least 1 great idea they can immediately implement.
3. The intention of the meeting is for our trainer to deliver information to your team to help them make more sales.
There is at least one person on your team that could really benefit from hearing a positive, uplifting message about increasing sales.
How it works is one of our trainers would join you at an upcoming meeting. The training would be delivered on a conference call, webinar or onsite. We can provide the conference call line or webinar if you need us to.
There is no charge for the workshop. All we ask for is 5 minutes at the end to introduce a sales increasing program to your team.
To request a workshop for your team simply reply to this email. I will phone you back to answer any questions that you have and to schedule the workshop. Once the workshop is scheduled your trainer will phone you to customize the workshop for you and your team.
Success,
Your name
Sample Email 2
Subject: I was referred to you by Michael Price ??Eric, ??I am very impressed with your background and your web site! ??One of my publishing clients, Michael Price has referred me to you. He mentioned that he recently attended one of your workshops and learned of your goal of getting your book published in 2008? ??As a best-selling author, and publishing coach, I can help you achieve this goal if you are serious about releasing your book this year. I will be mailing you a copy of my book and publishing package for your review. When you get a moment, please call or email if you are interested in a complimentary publishing consultation. ??
Respectfully: ??
PATRICK SNOW ?Best-Selling Author - International Speaker ?
Publishing Coach - Internet Entrepreneur ?www.CreateYourOwnDestiny.com ?www.BestSellerPublishingCoaching.com ?
P.O. Box 10864 - Bainbridge Island, WA 98110 ?
Office: 800.951.7721 Cell: 206.310.1200
Sample Social Media Direct Message on Facebook
Hi Eric,
I saw your training through Joe Syverson. Excellent information! You truly deliver the techniques in a way that people can actually use them and take action.
Would like to connect with you about collaborating. I train hundreds of networkers every week.
My mobile is 815-985-xxxx, what is the best number to reach you at?
Sample Social Media Message on Facebook
Hi Rodney,
I am doing a free 3-hour sales training in Denver next Wed. It is from 830 to 1130.
Can you help me get the word out?
I can give you 2 min from the front of the room to promote ceo space
Sample Social Media Message on Facebook
Hi Clate, I have a vision to build my sales training company to 1,000,000 clients. I am looking for a CRM to refer my clients to. Since I am a client of yours I wanted to speak with you about my vision and see if we should pursue a conversation. I am requesting 15 minutes to explore this with you. Let me know if you are open to a conversation
Hi Frank,
I am going to be in town teaching a seminar for a client.
While I am in NY I want to do a 3 hour free event.
www.saleschampion.com
I would love to hear any ideas you have.
Eric
Assignment
Write an appointment setting script or an appointment setting template
The Close
Sections of the close
- Transition into the close
- Body of the close
- Final, final close
Transition into the close
- What I would like to do now is share with you how I work with clients like you.
- What I would like to do now is share with you how my ongoing coaching program works.
- What I would like to do now is share with you the next step if you would like to work with me
Body of the close
- In the body of the close you are going to explain the offer.
Final, final close
This is the final sentence you say when you ask for the order
Examples of final, final closes
- Are you ready to get started?
- Sign here please
- You can start with a 1-month supply or a 3-month supply. What works best for you?
- To order go to www.buymyproduct.com.
- To order call (888) 888-8888
- Click the "Buy" button to order
- To register simply fill out this form and fax it back to (916) 654-9445
How do you feel close
- How do you feel about scheduling an appointment today?
- How do you feel about helping me out with a few referrals today?
- How do you feel about getting started today?
Closing is as easy as 1,2,3
- Make a laundry list of the components of the close.
- Put the components in order to create a closing outline.
- Write a mini script for each section of the outline
1. Make a laundry list of the components of the close.
Components of the close
- Price
- Guarantee / Warranty
- Length of contract
- Incentive for buying today
- Method of payment
- Terms of payment
- Bonuses
- Scarcity
- Call to action
- Explain the offer
- Consequences of not taking action
2. Put the components in order to create a closing outline.
- Name of program
- What is included
- What you will learn
- Bonus
- Total value of the program
- Guarantee
- Price discount for taking action
Close template for coaching
- Scarcity
- How it works
- Investment
- Guarantee
- Call to action
3. Write a mini script for each section of the outline.
Coaching Enrollment Close
- What I would like to do now is spend a few minutes with you and let you know how my coaching program works.
- Do you believe by working with a coach you would be more likely to follow through on your goals and commitments? Let them respond.
- Here is how my coaching program works.
- The investment in the program is $250 per month or $500 per month.
- For $250 you would receive 2 30-minute calls.
- For $500 you would receive 4 30-minute calls.
- The maximum number of clients I work with is 20
- I guarantee the program is going to help you. The way the guarantee works is if you are unhappy for any reason during the first 30 days I will give you a full refund. At the end of 30 days the program goes to month-to-month. You can stay in the program as long as you are receiving benefit.
- Would you like to be one of the 20 clients I work with?
- Would you like to do 2 calls or 4 calls per month?
- You can pay month-to-month or if you prepay 3 months you will receive the 4th month at no charge. What would work best for you? We accept all major credit cards. Which credit card would you like to use?
Telemarketing Close
- I am so excited to be able to offer you our Sales Presentation Boot Camp. There is no training program or seminar in the world like this program. Eric is one of the best script writers in the world. He will be sharing with you his proven formulas so you can incorporate them into your scripts.
- At the Sales Presentation Boot Camp Eric will teach you how to create a winning sales presentation. The program is on Saturday and Sunday December 8-9 in San Diego.
- The program starts with a 4 week teleseminar to prepare you for the boot camp.
- Here is the call schedule
- Call 1 Set Your Goal – Outline - Close
- Call 2 Identify Stories – Identify Benefits
- Call 3 Opening – Probing Questions
- Call 4 Put is All Together
- The investment is $1,995.
- We have just added a special bonus. It is called the Script Writing Club. Here is how it works.
- Lifetime Membership into the Script Writing Club
- Lifetime Membership into the Script Writing Club
- Repeat the Sales Presentation Boot Camp as often as you want for life
- Access to numerous bonus script writing conference calls and podcasts
- Private Web Site Access to scripts Eric has written.
- This bonus is valued at $2,000.
- The program is backed by a 100% money back guarantee. If after attending the program you are unhappy for any reason we will refund your tuition 100%.
- Lastly we have a $1000 early bird discount making your total investment only $995. Would you like to register for the program?
Success Assignment
Write down your close word –for-word.
The assignment is to write down your close word –for-word.
The assignment is not to write the perfect close
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Eric Lofholm International, Inc 6518 Lonetree Blvd Suite 178 Rocklin, California 95765 United States (916) 789-9966
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